A fortnightly pearl of wisdom to fast track your success
CHRISISM #56 - Creating a Quality Experience
12 December 2017
We need to guard against our risk advice process becoming too transactional. There is a big difference between completing a transaction for a client and creating a quality experience for them.
In my experience most clients are more than happy to refer a quality experience to other people, but the only transactions that people will generally refer to other people are ones that go wrong:- “ God, this is what happened to me – so don’t go to him/her!”
This is certainly one of the reasons why it is so important to do everything we can in our engagement process to ensure that the client is getting a quality experience. Another fringe benefit of creating a quality experience is that the client is much more likely to perceive that they are getting value, and that becomes more and more important as we move more towards a fee based remuneration.
So what I would like to do in this last Chrisism for 2017 is outline a handful of ways in which I believe you can create a quality experience for your clients in your initial advice process:-
Hopefully these have been some useful reminders for you on how to create a quality experience for your clients.
I hope you have enjoyed my Chrisisms throughout 2017 and I wish you all a fantastic festive season! I look forward to kicking off my Chrisisms for 2018 on Tuesday 9 January and please be sure to look out for some exciting news regarding my video training programmes early in the New Year, which I am sure you will find most valuable.
The Risk Workshop by Chris Unwin
Are you a financial adviser who would like all of your clients to have appropriate types and levels of personal protection? But perhaps you feel you need a more structured and client friendly engagement process?